Director of Business Development, Roofing OEM & Strategic Accounts

ICP Group is seeking a Director of Business Development for OEM & Strategic Accounts to lead a team and drive high-impact opportunities in specialty coatings, adhesives, and sealants markets.

Location: Remote (US East Coast, near a major airport)

Responsibilities

• Lead and develop a high-performing business development team (4 employees).
• Establish operating rhythms such as pipeline reviews, forecasting, and performance management.
• Recruit, coach, and retain top commercial talent.
• Drive a proactive strategy to identify and secure new OEMs.
• Build and convert a pipeline from prospecting through commercialization.
• Engage with senior stakeholders to accelerate opportunities.
• Lead complex deal cycles including technical validation, product integration, and negotiation.
• Develop market-specific growth strategies across core segments.
• Drive specification and integration of ICP products into customer systems.
• Structure go-to-market partnerships with accounts that bundle or resell ICP products.
• Expand existing accounts through additional applications and cross-sell opportunities.
• Partner with R&D, Product, Marketing, and Operations to align solutions with customer needs.
• Ensure new business is scalable, serviceable, and profitable.
• Own pipeline, forecasting, and revenue performance; negotiate agreements.
• Provide market intelligence and strategic insights to leadership.

Requirements

• Bachelor’s degree in technical or business discipline; MBA a plus.
• 10+ years of B2B sales or business development experience.
• 3–5+ years leading high-performing commercial teams.
• Proven success developing OEM, specification-driven, or strategic account partnerships.
• Experience in coatings, chemicals, or building materials preferred.
• Success navigating long, technical sales cycles.
• Strong commercial and strategic acumen.
• Consultative, solution-based selling capability.
• Executive-level communication and negotiation skills.
• Strong pipeline management discipline (CRM proficiency).
• Ability to lead cross-functionally and manage complexity.
• Willingness to travel 30+%.